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Negotiating Strategy for Novel Infectious Diseases Clinical Trial


HIV/AIDS, tuberculosis, malaria and neglected tropical diseases cause significant morbidity and mortality in developing countries, and account for 11.4% of the global disease burden. Yet, only 1.3% of the 1,556 new drugs approved between 1975 and 2004 were specifically developed for these diseases (DNDi 2015). Over a dedicated three-month period, we helped a major health organisation which had been awarded grant funding to join the fight in finding a cure for one of these diseases.  


Drawing on a highly reputed team of influential subject matter experts in: commercial and clinical research, and negotiations, licencing and collaborating with legal counsel in the pharma industry; public-private partnerships; humanitarian decision-making; and strategic communications, particularly digital, we helped the organisation to align internally and:


  • ensure a common understanding among their medical experts of the knowledge required to get the trial(s) off the ground;

  • review their draft Protocol Synopses; 

  • agree the attributes and elements of a Negotiation Strategy for the major pharmaceutical companies concerned; 

  • equip the negotiation team to be sufficiently confident to execute the plan.


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